There is a biological imperative to survive so salespeople do whatever it takes to achieve a certain level of success. This ensures they have all the essential elements met to feel secure. They have a roof over their head, they can feed their family. This takes the pressure of so then they can feel more at ease.
After salespeople have achieved a minimal level of success to meet their needs a deeper processes kicks in. There are three main areas that stop salespeople from reaching their potential:
- Hopelessness – the situation is hopeless for me so why bother improving in this area
- Helplessness – there is no help out there for me
- Worthlessness – I don’t deserve to achieve this level of success